MARKETING
TIP #053
Candy to a Baby
If you watch babies play, you can learn a lot about your clients. Researchers
found that 10-month-old infants (as reported on Livescience.com) “grasp
the names of objects that interest them rather than whatever the speaker
thinks is important.”
An infant is most likely to learn the name for an object they find interesting, whether or not it's what you want them to pay attention to.
According to the researcher, Hirsh-Pasek, “We all learn best when things are meaningful.”
And that makes sense for your sales call as well, don’t you think? Aren’t your prospects focused on what is meaningful to them, while you’re trying to focus their attention on what’s meaningful to you?
A new approach might be in order.
Observing what’s most important to your clients and prospects will give you the information you need to focus on their needs. Then you can get their attention, and the sale, by giving them what’s meaningful to them.
Simple enough, yet difficult to execute. But when you get it right, it’s like giving candy to a baby. You’ve got their full attention.
Talk to you soon,
Kae Groshong Wagner
CEO, Founder — North Star Marketing
Award-winning Author, Speaker
Brand Consultant
CEO Advisor for Sales & Marketing
P.S. Click here to sign up for our upcoming workshop on “Selling to the Fortune 500.” You won’t want to miss it.